Empathy is not just for wimps
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Transcript of Empathy is not just for wimps
Empathyis not just for wimps
My dog EdwardLobster sex
The 44th president of the USAWinston Churchill
George OrwellTom Hanks
“There is a lot of talk in this country about the
federal deficit. But I think we should talk more about
the empathy deficit”
Empathy > Compassion
NegotiationTrust building
CommunicationSelling
“Empathy is not a soft nurturing value but a hard commercial tool that every
business needs in its DNA”
T
“If you’ve got a little bit of empathy, you’re kind of not a psychopath.”
Twotypes of empathy
1. Affective empathy
Shared emotional response
Oxytocin
Morality
Trust Empathy
Source: The Moral Molecule - how trust works, Paul Zak, 2013
Oxytocin’s virtuous circle
2. Cognitive empathy
Perspective taking
“Cognitive empathy is the imaginative act of stepping into another person’s shoes and being
able to look at the World from their perspective”
Humanity is the key to empathy
Empathy can be learned and perfected
PrejudiceAuthorityDistance
1. See the person
2. Immerse yourself
3. Hone the craft of conversation
4. Speak authentically
5. Tell stories
The more we see the World the way our clients see the World, the more successful we will be personally and commercially
Thank you